27种外贸业务的英文书信大全

1)A f i r s t e n q u i r y Dear Sirs,We have learned from Smith and Company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers.We operate a quality retail business and although our sales volume is not large , we obtain high prices for our goods.Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.Yours faithfully,Sandra JonesManager====================================A first enquiry第一次询价Dear Sirs,执事先生:We have learned from Smith and Company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers.从伯明翰.史密斯公司!获悉贵公司制作了一系列款式新颖的皮革手提包.We operate a quality retail business and although our sales volume is not large , we obtain high prices for our goods.本公司经营高档零售业务,虽然销量不多,但货品属优质高档.Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?现恳请惠寄货品目录、价格表和付款方式细则.We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.此外,如蒙提供各类皮革样本,不胜感激.Yours faithfully,Sandra JonesManager==========================================Useful phrases1.We have learned from ... that you从…获悉贵公司…2.We operate a quality retail business本公司经营高档零售业务3.Would you please send me a copy of your handbag catalogue现恳请惠寄货品目录…4.We would find it most helpful if you could also supply samples of如蒙提供各类…样本,不胜感激=======================================Notes段意解说1.Say how you obtained the company's address and indicate what you are interested in.各知如何取得收信人地址及发信原因．2.Introduce yourself and describe your field of activity.自我介绍有关经营的业务范围3.Make your main request.提出请求4.The second request is going to cost the company more. Make it tactfully.第二个请求花费较大，需要得体地提出．=====================================Alternative phrases替代用语We have learned from Smith and Company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers.(I have been told by/I have heard from...)(...handbags in several different leathers...)We operate a quality retail business and although our sales volume is not large , we obtain high prices for our goods.Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.(It would be very helpful if...)(...from which you make the handbags.)============================================Comments 评注The enquiry is brief and to the point, telling the reader exactly what the enquiry is about. It requests the usual free literature and politely asks for an additional item: samples.这封信简明扼要，让收信人确切清楚查询内容．先要求索取赠阅目录，再礼貌地要求提供样本(2) Reply to a first enquiryDear Ms Jones,Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in our products.We are sending you a copy of our latest catalogue under separate cover, together with samples of some of the skins we regularly use in the manufacture of our products.I regret to say that we can not send you the full range of samples. You can be assured , however, that such skins as crocodile and ostrich, not include in the watch, are of the same high quality.Mrs Angela Wane, our European Sales Manager, will be in the UK next month and will be pleased to call on you. She will have with her a wide range of our products.When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship will appeal to the most discriminating buyer.We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrated in our catalogue and are of the same high quality as our handbags. Mrs Wane will be able to show you examples when she calls.We look forward to receiving an order from you.Yours sincerely,Damien CarrMarketing Vice-President===========================================Reply to a first enquiry答复第一次询价Dear Ms Jones,琼斯女士:Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in our products.7月16日来函询价忆收到.得悉贵公司对我们的产品有兴趣,实感荣幸.We are sending you a copy of our latest catalogue under separate cover, together with samples of some of the skins we regularly use in the manufacture of our products.兹奉上我们最新的产品目绿和常用的皮革样本,谨供参考.I regret to say that we can not send you the full range of samples. You can be assured , however, that such skins as crocodile and ostrich, not include in the watch, are of the same high quality.很抱歉未能寄上全套样本,但其它诸如鳄鱼皮、驼鸟皮等皮革都是同样优质上乘的.Mrs Angela Wane, our European Sales Manager, will be in the UK next month and will be pleased to call on you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship will appeal to the most discriminating buyer.本公司欧洲营业经理安杰拉.韦恩太太将于下月携同各类产品前赴英国,.届时您若能抽空与她面谈和看看我们的产品,相信也会同意我们的产品质料上乘、手工精巧,能吸引最有鉴赏力的买主.We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrated in our catalogue and are of the same high quality as our handbags. Mrs Wane will be able to show you examples when she calls.除了手提包外,本公司亦制造多种系列精美的皮带和手套,贵公司如感兴趣,可参看产品目录中所刊登的插图.韦恩太太拜访时将向您展示样本.We look forward to receiving an order from you.期待接到您的订单.Yours sincerely,Damien CarrMarketing Vice-President销售部副总经理=============================================Useful phrases1. We are pleased to hear that you are interested in our products.得悉贵公司对我们的产品有兴趣,实感荣幸.2. I regret to say that we can not send you the full range of samples.很抱歉未能寄上全套样本…3. She will have with her a wide range of our products.携同各类产品…4. We think that you will agree that only the best quality materials are used…相信也会同意我们的产品质料上乘、手工精巧…5. The high standard of workmanship will appeal to the most discriminating buyer. …能吸引最有鉴赏力的买主.======================================Notes段意解说1.Make the reference clear and respond.确认来函,作出响应.2.State what acting you are taking详述现正采取的措施3.Explain why you have not been able to meet the request in full解释未能满足收信人所有要求4.Add details of any follow-up action告知其它后续措施5.Broaden the customer's interest, hoping to sell additional products.吸引收信人对其他产品的兴趣,尽量推销======================================Alternative phrases替代用语Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in our products.(I refer to your...)(I am glad to...)We are sending you a copy of our latest catalogue under separate cover, together with samples of some of the skins we regularly use in the manufacture of our products.I regret to say that we can not send you the full range of samples. You can be assured , however, that such skins as crocodile and ostrich, not include in the watch, are of the same high quality.(I am sorry to...)(I can assure you, however,...)Mrs Angela Wane, our European Sales Manager, will be in the UK next month and will be pleased to call on you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship will appeal to the most discriminating buyer.(...that we use the best quality materials...)(...the most discerning...)We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrated in our catalogue and are of the same high quality as our handbags. Mrs Wane will be able to show you examples when she calls.We look forward to receiving an order from you.===========================================Comments评注This is a concise, yet full, response to the enquiry. It demonstrates the efficiency and dynamism of the company's approach. The visit of a sales representative will almost certainly lead to a sale.本信精要详尽,同时显示发信人公司处理效率和冲劲.派营业代表到访将可建双方的合作关系.(3)An enquiry for steel screwsDear Sirs,We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England.It would also be appreciated if you could forward samples and your price list to us. We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.We look forward to hearing from you by return.Yours faithfully,Nigel BrownPurchasing Manager=========================================An enquiry for steel screws钢螺钉询价Dear Sirs,营业部主管,We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England.本公司有意大量购买各型号钢螺钉,欲知每公斤送抵英国利物浦的成本加运费价格.如蒙惠赐上述报价单,不胜感激.It would also be appreciated if you could forward samples and your price list to us. 如能惠寄样本和价格表,亦必感谢不尽.We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.本公司素来向其它公司购买此类货品,闻悉贵公司货品质优价廉,故欲与贵公司建立合作关系.We look forward to hearing from you by return.专此候复.Yours faithfully,Nigel BrownPurchasing Manager采购部经理======================================Useful phrases实用短语1.We would be obliged if you would give us a quotation per...如蒙惠赐上述报价单,不胜感激.2.It would also be appreciated if you could forward samples and your price list to us. 如能惠寄样本和价格表,亦必感谢不尽.3. We have confidence in the quality of your products.…闻悉贵公司货品质优价廉…==============================Notes段意解说1.State the enquiry clearly, giving details.详细告知询价项目和细则2.State any additional requests说明其它请求3.Explain why you are approaching this particular company解释选择与收信人公司接洽的原因.4.Ask for a quick response要求尽早回复.====================================Alternative phrases替代用语We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. (We would like to purchase...)(We would be grateful if...)It would also be appreciated if you could forward samples and your price list to us. (We would appreciate it...)We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.(We previously purchased...)(...we are given to understand...)(...more competitive prices...)We look forward to hearing from you by return.=======================================Comments 评注The enquiry is clearly stated with all relevant details at this stage. It makes it clear that the prospective purchaser wishes to buy quite large quantities but wants top quality products at very competitive prices.有关询价项目和细则均清楚列明.此外,发信人亦表示只要货品质优价廉,便会大批购买.(4)Reply to an enquiry for steel screwsDear Mr Brown,Thank you for your enquiry of 2 October 1995. In reply, we would like to make the followings offer, subject to our final confirmation:Production: Steel screwsSpecifications: As per the attached listPacking: Loose in boxes of 5kg netQuantity: 100 boxesPrice: As per the attached listShipment: January/February 1996Payment: Confirmed, irrevocable letter of payable by draft on sight to be opened 30 days before the time of shipment.Under separate cover, we have sent you samples of various sizes, our catalogue and price list.If you find our offer acceptable, please telex or fax us for confirmation.Yours sincerely,K T ChangSales Manager================================Reply to an enquiry for steel screws答复钢螺钉询价Dear Mr Brown,布朗先生,Thank you for your enquiry of 2 October 1998. In reply, we would like to make the followings offer, subject to our final confirmation:贵公司1998年10月2日询价函收悉.如下报价需在本公司确认后,方可有效: Production: Steel screws产品:钢螺钉Specifications: As per the attached list规格:依照附表Packing: Loose in boxes of 5kg net包装:净重5公斤散装箱Quantity: 100 boxes数量:100箱Price: As per the attached list价格:依照附表Shipment: January/February 1999装运:1999年1月至2月Payment: Confirmed, irrevocable letter of payable by draft on sight to be opened 30 days before the time of shipment.付款:保况不可撤销即期信用证,需于装运前230天开立Under separate cover, we have sent you samples of various sizes, our catalogue and price list.另函附寄各型号样本、商品目录和价格表.If you find our offer acceptable, please telex or fax us for confirmation.如题公司接受上述报价,请尽早落实定单为盼.Yours sincerely,K T ChangSales Manager销售部经理================================Useful phrases1.We would like to make the followings offer, subject to our final confirmation如下报价需在本公司确认后,方可有效2. Under separate cover, we have sent you samples of various sizes, our catalogue and price list.另函附寄各型号样本、商品目录和价格表.==================================Notes段意解说1.Acknowledge the enquiry identifying the reference确认来函和查询事宜.2.Tabulate the details of the offer for absolute clarity. Define the method of payment (letter of credit) precisely.把各项要点详列成表.清楚注明付款规定.3.List samples and other enclosures to be sent in a separate parcel.告知有关附件和样本将另函寄奉.4.Encourage a speedy reply敦促早日回复.==================================Alternative phrases替代用语Thank you for your enquiry of 2 October 1995. In reply, we would like to make the followings offer, subject to our final confirmation:(In reply to your enquiry of...)(The offer is conditional on our final confirmation.)Production: Steel screwsSpecifications: As per the attached listPacking: Loose in boxes of 5kg netQuantity: 100 boxesPrice: As per the attached listShipment: January/February 1996Payment: Confirmed, irrevocable letter of payable by draft on sight to be opened 30 days before the time of shipment.Under separate cover, we have sent you samples of various sizes, our catalogue and price list.If you find our offer acceptable, please telex or fax us for confirmation.(If our offer is acceptable...)=========================================Comments评注The offer is concise and clear. The method of payment, letter of credit, is the securest form of payment when dealing with export orders. Tabulating details of an offer provides a simple checklist for the customers to follow. The offer is conditional to allow for any unforeseen problems such as cost increases.报价简洁明确,项目详列成表.令收信人一目了然.需经发信人最后确认方为有效.可避免因其它因素而引致的成本上涨.以信用证付款是处理出口订货最可靠的方法.(5)Asking for a pro forma invoiceDear Sirs,One of our clients has asked us to obtain a pro forma invoice for the following product:Lion Brand Nail Clippers Model 21 chrome plated.Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client's confirmation.We will have to no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be opened in your favour.Yours faithfully,T S KhayamImport Manager===================================Asking for a pro forma invoice索取形式发标Dear Sirs,执事先生:One of our clients has asked us to obtain a pro forma invoice for the following product:本公司客户要求获得下列产品的形式发票Lion Brand Nail Clippers Model 21 chrome plated.狮牌21型镀铬指甲钳2500打Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client's confirmation.现请贵公司尽快寄送一式三份的形式发票给我们,以便取得该客户的确认.We will have to no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be opened in your favour.申请进口许可证并无困难.此事一经同意,本公司将立即开立以贵公司为收款人的信用证.Yours faithfully,T S KhayamImport Manager进口部经理===========================================Useful phrases实用短语1.One of our clients has asked us to obtain ...本公司客户要求获得…2. We will have to no problem in obtaining the import licence.申请进口许可证并无困难.3. As soon as this is approved, a letter of credit will be opened in your favour.此事一经同意,本公司将立即开立以贵公司为收款人的信用证.=====================================Notes段意解说1.State the request and identify the product告知请求和有关的产品.2.Give details of the proposed order and the reasons for requesting the pro forma invoice详细暂拟订单细节和请求发出形式发票3.Add any other details and state the proposed method of payment附加其它资料和列明暂拟的付款方法.==================================Alternative phrasesOne of our clients has asked us to obtain a pro forma invoice for the following product:(One of our customers has asked us to get...)Lion Brand Nail Clippers Model 21 chrome plated.Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client's confirmation.(Please send three copies of your pro forma invoice ...)We will have to no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be opened in your favour.(We will not encounter any difficulty in...)===========================================Comments评注A pro forma invoice is not a request for payment. It is a simple way of showing a potential customer what an order is going to cost. It makes the vendor go through the actual process of costing the order. In this case the pro forma invoice is required for a third party. A dozen(12) is still a quantity often used by some traders. A gross(144) is also used, but less frequently.形式发票并非付款通知,而是卖主按正式程序报价,让潜在客户预算成本.这里述及的形式发票是为第三者索取的.'打'(12件)仍常用于商业贸易中,但'罗'(144件,即12打)刚较为少见.(6)Sending a pro forma invoiceDear Mr Khayam,In reply to: your request , dated 14 July 1999, we have much pleasure in sending you our pro forma invoice in triplicate.For your information , our offers usually remain open for about a week. Seeing that our nail clippers are selling very fast, we suggest that you act on the quotation without delay.We look forward to hearing from you.Yours sincerely,M T LuiExport Manager============================Sending a pro forma invoice寄送形式发票Dear Mr Khayam,哈亚姆先生,In reply to: your request , dated 14 July 1996, we have much pleasure in sending you our pro forma invoice in triplicate.现应1999年7月14日的要求, 谨寄上形式发票一式三份.For your information , our offers usually remain open for about a week. Seeing that our nail clippers are selling very fast, we suggest that you act on the quotation without delay.兹奉告本公司的报价一般有效期一周.另因本公司出品的指甲钳销路极佳,为免向隅,贵公司宜尽早回复.We look forward to hearing from you.烦请早日赐复Yours sincerely,M T LuiExport Manager出口部经理=========================================Useful phrases实用短语1. We have much pleasure in sending you...谨奉上…2. Our offers usually remain open for about a week本公司的报价一般有效期一周3. We suggest that you act on the quotation without delay.贵公司宜尽早回复====================================Notes段意解说1. Identify the request and state what action you are taking.确认来函并告知采取的措施2. Encourage the potential customer to act quickly.敦促收信人尽早回复==========================================Alternative phrases替代用语In reply to: your request , dated 14 July 1999, we have much pleasure in sending you our pro forma invoice in triplicate.(In answer to your request of...)(...we enclose our...)For your information , our offers usually remain open for about a week. Seeing that our nail clippers are selling very fast, we suggest that you act on the quotation without delay.(...our offers are normally firm for...)(Since the product is selling quickly, please respond as soon as possible)We look forward to hearing from you.================================================Comments 评注This is concise response to a request. At the same time it encourages and early reply. The language is rather formal with a few redundant. Set phrases are, however, used; see the phrases on the right for simpler alternative.本信先就来函作简复,并催促收信人早日回复.文字规范而简洁(7)Offering a substituteDear Mrs Stones,Thank you for your telex enquiry of 23 September concerning cotton print 634.We appreciate your efforts in marketing our products and consequently we regret very much that we are unable to supply the desired goods due to excessive demand.We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.500 pieces cotton print 428 at Us﹩1.5 per metreCIF New York, including your commission of 2%A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.Your sincerely,J S ChowdrySales Manager=========================================Offering a substitute提供代用品报盘Dear Mrs Stones,斯通太太,Thank you for your telex enquiry of 23 September concerning cotton print 634.贵公司9月23日询问有关634号印花棉布价格的电传已收到,多谢来函.We appreciate your efforts in marketing our products and consequently we regret very much that we are unable to supply the desired goods due to excessive demand.本公司感谢你们热心推销我们的产品.但因有关产品需求殷切,未能满足公司要求,深感遗憾.We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.然而,本公司另有出产类似的织品.现报上虚盘如下:500 pieces cotton print 428 at Us﹩1.5 per metreCIF New York, including your commission of 2%482号印花棉布500件,每米1.5美元纽约到岸价,当中包括贵公司佣金2%A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.随函敬附样本供贵公司参考.若满意样本质量,请尽快电传复实.Your sincerely,J S ChowdrySales Manager销售部经理=========================================Useful phrases1. We regret very much that we are unable to supply the desired goods due to excessive demand.但因有关产品需求殷切,未能满足公司要求,深感遗憾.2. We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.然而,本公司另有出产类似的织品.3. A sample is enclosed for your reference随函敬附样本供贵公司参考============================================Notes段意解说1. Identify the reference and goods.确认来函,列明有关货品.2. State the reason why you can not accept the order解释未能满足收信人要求的原因3. Offer a substitute with details of the offer提供代用品及列明有关详情.4. Enclose anything required by the prospective purchaser to make a decision. Urge acceptance.附寄代用品样本,敦促回复.==================================Alternative phrasesThank you for your telex enquiry of 23 September concerning cotton print 634. (Many thanks for...)We appreciate your efforts in marketing our products and consequently we regret very much that we are unable to supply the desired goods due to excessive demand.(We are grateful for...)(...and, as a result, we are very sorry that...)(...the goods you required because of heavy demand)We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.500 pieces cotton print 428 at Us﹩1.5 per metreCIF New York, including your commission of 2%A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.(If the sample is...)================================================Comments评注The seller is unable to accept an order and state the reasons. In a case like this, it is a good idea to offer a substitute in an effort to win an order. It appears that the prospective buyer is an intermediary or agent who operates on commission which is included in the price of the goods.卖主未能接受来函要求,提供代用品争取订单是最好的主意.收信人就是收取佣金的代理商,佣金已计算在货价内.(8)Inability to supply goodsDear Sirs,We refer to your telex of 12 August and ours of today regarding the supply of black silk.As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.We assure you , however , that we shall contact you as soon as fresh supplies become available. Should your customers require other silks, please let us know.Yours faithfully,C C HoManager=========================================Inability to supply goods无法供货Dear Sirs,执事先生,We refer to your telex of 12 August and ours of today regarding the supply of black silk.贵公司8月12日的电传已收到,现就有关黑色丝绸供货问题电复.As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.自去年以来,上述货品的需求量极高.本公司暂未能承接定单,故无法按贵公司要求报价.We assure you , however , that we shall contact you as soon as fresh supplies become available. Should your customers require other silks, please let us know.他日一旦有新货源,本公司定当立即与贵公司联络,若贵客户需要其它丝绸货品,亦请告知.Yours faithfully,C C HoManager=============================Useful phrases实用短语1. Demand for...has been heavy since...上述货品的需求量极高2. We are fully committed at the moment本公司暂未能承接定单…3. We shall contact you as soon as fresh supplies become available他日一旦有新货源,本公司定当立即与贵公司联络4. Should your customers require other...please let us know若贵客户需要其它丝绸货品,亦请告知.=====================================Notes 段意解说1. Identify the reference and the goods确认来函2. Explain why you can not supply the goods解释未能供货的原因3. Say that you will keep the enquiry before you until such time as the goods become available, and that you will contact the client at that time. Remind the client that other goods are available.说明如有新货源将立即供给对方,并询问是否需要其它种类的丝绸.===========================================Alternative phrasesWe refer to your telex of 12 August and ours of today regarding the supply of black silk.(With reference to...)As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.(You may know that ...)(As a result, we are...)(...we can not make you an offer...)We assure you , however , that we shall contact you as soon as fresh supplies become available. Should your customers require other silks, please let us know.(You can be sure that...)(If your custo9mers...)(...please contact us.)============================================Comments评注This letter briefly explain why goods are not available, keeps the enquiry open, and tries to sell other goods which are available.本函简要解释未能供货的原因,承诺一俟有新货源,必实时供给收信人,发信人亦试图促销其它产品.(9)Declining an orderDear Sirs,Thank you for your order no. 488 for tin plate sheets which we received today.We regret that, owing to a shortage of stocks we are unable to fill your order. Moreover, our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain availability of raw materials. We will, however, contact you by telex once supply improves.In the meantime, please feel free to send us your specific enquires for other types of metal sheets. You can be assure of our best attention at all times.Yours faithfully,Margaret BrownExport Manager====================================Declining an order拒绝接受订货Dear Sirs,执事先生,Thank you for your order no. 488 for tin plate sheets which we received today.今天收到贵公司4 5 8 号镀锡薄板的定单.We regret that, owing to a shortage of stocks we are unable to fill your order.因为存货短缺,未能供应贵公司所需货品,特此致歉.Moreover, our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain availability of raw materials. We will, however, contact you by telex once supply improves.此外,制造商尚未确定原料供应是否充足,所以不能接受其它定单.一旦供应情况改善,我们将电传通知贵公司.In the meantime, please feel free to send us your specific enquires for other types of metal sheets. You can be assure of our best attention at all times.若贵公司需要其它金属薄板型号的资料,我们乐意随时效劳.Yours faithfully,Margaret BrownExport Manager出口部经理==================================Useful phrases1. We regret that, owing to a shortage of stocks we are unable to fill your order.因为存货短缺,未能供应贵公司所需货品,特此致歉.2. Our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain availability of raw materials. We will, however, contact you by telex once supply improves.制造商尚未确定原料供应是否充足,所以不能接受其它定单.3. You can be assure of our best attention at all times.我们乐意随时效劳.===============================Notes段意解说1. Identify the reference确认有关事项。

交易的第一步1. 向顾客推销商品Dear Sir: May 1, 2001Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure.Yours faithfully2. 提出询价Dear Sir: Jun.1, 2001We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon..Truly3. 迅速提供报价Dear Sir: June 4, 2001Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunity of being of service of you.交易的契机4. 如何讨价还价Dear Sir: June 8, 2001We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon.Yours truly5-1 同意进口商的还价Dear Sirs: June 12, 2001Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down.Sincerely5-2 拒绝进口商的还价Dear Sirs: June 12, 2001Thank you for your letter of June the 8th. We regret that we cannot meetyour terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best discount offered for a quantity of 200 is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer.Truly6. 正式提出订单Dear Sir: June 15, 2001We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right of refusal of delivery and/or cancellation of the order after this date.Truly7. 确认订单Dear Sir: June 20, 2001Thank you very much for your order of June 15 for 200 Deer Mountain Bikes. We will make every possible effort to speed up delivery. We will advise you of the date of dispatch. We are at your service at all times.Sincerely8. 请求开立信用证Gentlemen: June 18, 2001Thank you for your order No. 599. In order to execute it, please open an irrevocable L/C for the amount of US$ 50,000 in our favor. This account shall be available until Sep. 20. Upon arrival of the L/C we will pack and ship the order as requested.Sincerely9. 通知已开立信用证Dear Sir: June 24, 2001Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor, valid until Sep. 20. Please advise us by fax when the order has been executed.Sincerely10. 请求信用证延期Dear Sir：Sep. 1, 2001We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at our factory. We are afraid that your L/C will be expire before shipment. Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30.Sincerely11. 同意更改信用证Gentlemen: Sept. 5, 2001We received your letter today and have informed our customers of yoursituation. As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30. Please keep us abreast of any new development.Sincerely.请求建立商业关系Rogers Chemical Supply Co. 10E.22Street Omaha8, Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan, and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations. If your prices were competitive we would expect to transact a significant volume of business. We look forward to your early reply.Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。

1)A first enquiryDear Sirs,We have learned from Smith and Company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers.We operate a quality retail business and although our sales volume is not large , we obtain high prices for our goods.Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.Yours faithfully,Sandra JonesManager====================================A first enquiry第一次询价Dear Sirs,执事先生:We have learned from Smith and Company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers.从伯明翰.史密斯公司!获悉贵公司制作了一系列款式新颖的皮革手提包.We operate a quality retail business and although our sales volume is not large , we obtain high prices for our goods.本公司经营高档零售业务,虽然销量不多,但货品属优质高档.Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?现恳请惠寄货品目录、价格表和付款方式细则.We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.此外,如蒙提供各类皮革样本,不胜感激.Yours faithfully,Sandra JonesManager==========================================Useful phrases1.We have learned from ... that you从…获悉贵公司…2.We operate a quality retail business本公司经营高档零售业务3.Would you please send me a copy of your handbag catalogue现恳请惠寄货品目录…4.We would find it most helpful if you could also supply samples of如蒙提供各类…样本,不胜感激=======================================Notes段意解说1.Say how you obtained the company's address and indicate what you are interested in.各知如何取得收信人地址及发信原因．2.Introduce yourself and describe your field of activity.自我介绍有关经营的业务范围3.Make your main request.提出请求4.The second request is going to cost the company more. Make it tactfully.第二个请求花费较大，需要得体地提出．=====================================Alternative phrases替代用语We have learned from Smith and Company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers.(I have been told by/I have heard from...)(...handbags in several different leathers...)We operate a quality retail business and although our sales volume is not large , we obtain high prices for our goods.Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.(It would be very helpful if...)(...from which you make the handbags.)============================================Comments 评注The enquiry is brief and to the point, telling the reader exactly what the enquiryis about. It requests the usual free literature and politely asks for an additional item: samples.这封信简明扼要，让收信人确切清楚查询内容．先要求索取赠阅目录，再礼貌地要求提供样本(2) Reply to a first enquiryDear Ms Jones,Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in our products.We are sending you a copy of our latest catalogue under separate cover, together with samples of some of the skins we regularly use in the manufacture of our products.I regret to say that we can not send you the full range of samples. You can be assured , however, that such skins as crocodile and ostrich, not include in the watch, are of the same high quality.Mrs Angela Wane, our European Sales Manager, will be in the UK next month and will be pleased to call on you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship will appeal to the most discriminating buyer.We also manufacture a wide range of leather belts and gloves in which you may beinterested. They are fully illustrated in our catalogue and are of the same high quality as our handbags. Mrs Wane will be able to show you examples when she calls. We look forward to receiving an order from you.Yours sincerely,Damien CarrMarketing Vice-President===========================================Reply to a first enquiry答复第一次询价Dear Ms Jones,琼斯女士:Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in our products.7月16日来函询价忆收到.得悉贵公司对我们的产品有兴趣,实感荣幸.We are sending you a copy of our latest catalogue under separate cover, together with samples of some of the skins we regularly use in the manufacture of our products.兹奉上我们最新的产品目绿和常用的皮革样本,谨供参考.I regret to say that we can not send you the full range of samples. You can be assured , however, that such skins as crocodile and ostrich, not include in the watch, are of the same high quality.很抱歉未能寄上全套样本,但其它诸如鳄鱼皮、驼鸟皮等皮革都是同样优质上乘的.Mrs Angela Wane, our European Sales Manager, will be in the UK next month and will be pleased to call on you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship will appeal to the most discriminating buyer.本公司欧洲营业经理安杰拉.韦恩太太将于下月携同各类产品前赴英国,.届时您若能抽空与她面谈和看看我们的产品,相信也会同意我们的产品质料上乘、手工精巧,能吸引最有鉴赏力的买主.We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrated in our catalogue and are of the same high quality as our handbags. Mrs Wane will be able to show you examples when she calls. 除了手提包外,本公司亦制造多种系列精美的皮带和手套,贵公司如感兴趣,可参看产品目录中所刊登的插图.韦恩太太拜访时将向您展示样本.We look forward to receiving an order from you.期待接到您的订单.Yours sincerely,Damien CarrMarketing Vice-President销售部副总经理=============================================Useful phrases1. We are pleased to hear that you are interested in our products.得悉贵公司对我们的产品有兴趣,实感荣幸.2. I regret to say that we can not send you the full range of samples.很抱歉未能寄上全套样本…3. She will have with her a wide range of our products.携同各类产品…4. We think that you will agree that only the best quality materials are used …相信也会同意我们的产品质料上乘、手工精巧…5. The high standard of workmanship will appeal to the most discriminating buyer. …能吸引最有鉴赏力的买主.======================================Notes段意解说1.Make the reference clear and respond.确认来函,作出响应.2.State what acting you are taking详述现正采取的措施3.Explain why you have not been able to meet the request in full解释未能满足收信人所有要求4.Add details of any follow-up action告知其它后续措施5.Broaden the customer's interest, hoping to sell additional products.吸引收信人对其他产品的兴趣,尽量推销======================================Alternative phrases替代用语Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in our products.(I refer to your...)(I am glad to...)We are sending you a copy of our latest catalogue under separate cover, together with samples of some of the skins we regularly use in the manufacture of our products.I regret to say that we can not send you the full range of samples. You can be assured , however, that such skins as crocodile and ostrich, not include in the watch, are of the same high quality.(I am sorry to...)(I can assure you, however,...)Mrs Angela Wane, our European Sales Manager, will be in the UK next month and will be pleased to call on you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship will appeal to the most discriminating buyer.(...that we use the best quality materials...)(...the most discerning...)We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrated in our catalogue and are of the same high quality as our handbags. Mrs Wane will be able to show you examples when she calls. We look forward to receiving an order from you.===========================================Comments评注This is a concise, yet full, response to the enquiry. It demonstrates the efficiency and dynamism of the company's approach. The visit of a sales representative will almost certainly lead to a sale.本信精要详尽,同时显示发信人公司处理效率和冲劲.派营业代表到访将可建双方的合作关系.(3)An enquiry for steel screwsDear Sirs,We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. It would also be appreciated if you could forward samples and your price list to us.We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.We look forward to hearing from you by return.Yours faithfully,Nigel BrownPurchasing Manager=========================================An enquiry for steel screws钢螺钉询价Dear Sirs,营业部主管,We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. 本公司有意大量购买各型号钢螺钉,欲知每公斤送抵英国利物浦的成本加运费价格.如蒙惠赐上述报价单,不胜感激.It would also be appreciated if you could forward samples and your price list to us.如能惠寄样本和价格表,亦必感谢不尽.We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.本公司素来向其它公司购买此类货品,闻悉贵公司货品质优价廉,故欲与贵公司建立合作关系.We look forward to hearing from you by return.专此候复.Yours faithfully,Nigel BrownPurchasing Manager采购部经理======================================Useful phrases实用短语1.We would be obliged if you would give us a quotation per...如蒙惠赐上述报价单,不胜感激.2.It would also be appreciated if you could forward samples and your price list to us.如能惠寄样本和价格表,亦必感谢不尽.3. We have confidence in the quality of your products.…闻悉贵公司货品质优价廉…==============================Notes段意解说1.State the enquiry clearly, giving details.详细告知询价项目和细则2.State any additional requests说明其它请求3.Explain why you are approaching this particular company解释选择与收信人公司接洽的原因.4.Ask for a quick response要求尽早回复.====================================Alternative phrases替代用语We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. (We would like to purchase...)(We would be grateful if...)It would also be appreciated if you could forward samples and your price list to us.(We would appreciate it...)We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.(We previously purchased...)(...we are given to understand...)(...more competitive prices...)We look forward to hearing from you by return.=======================================Comments 评注The enquiry is clearly stated with all relevant details at this stage. It makes it clear that the prospective purchaser wishes to buy quite large quantities but wants top quality products at very competitive prices.有关询价项目和细则均清楚列明.此外,发信人亦表示只要货品质优价廉,便会大批购买. (4)Reply to an enquiry for steel screwsDear Mr Brown,Thank you for your enquiry of 2 October 1995. In reply, we would like to make the followings offer, subject to our final confirmation:Production: Steel screwsSpecifications: As per the attached listPacking: Loose in boxes of 5kg netQuantity: 100 boxesPrice: As per the attached listShipment: January/February 1996Payment: Confirmed, irrevocable letter of payable by draft on sight to be opened 30 days before the time of shipment.Under separate cover, we have sent you samples of various sizes, our catalogue and price list.If you find our offer acceptable, please telex or fax us for confirmation. Yours sincerely,K T ChangSales Manager================================Reply to an enquiry for steel screws答复钢螺钉询价Dear Mr Brown,布朗先生,Thank you for your enquiry of 2 October 1998. In reply, we would like to make the followings offer, subject to our final confirmation:贵公司1998年10月2日询价函收悉.如下报价需在本公司确认后,方可有效: Production: Steel screws产品:钢螺钉Specifications: As per the attached list规格:依照附表Packing: Loose in boxes of 5kg net包装:净重5公斤散装箱Quantity: 100 boxes数量:100箱Price: As per the attached list价格:依照附表Shipment: January/February 1999装运:1999年1月至2月Payment: Confirmed, irrevocable letter of payable by draft on sight to be opened 30 days before the time of shipment.付款:保况不可撤销即期信用证,需于装运前230天开立Under separate cover, we have sent you samples of various sizes, our catalogue and price list.另函附寄各型号样本、商品目录和价格表.If you find our offer acceptable, please telex or fax us for confirmation.如题公司接受上述报价,请尽早落实定单为盼.Yours sincerely,K T ChangSales Manager销售部经理================================Useful phrases1.We would like to make the followings offer, subject to our final confirmation 如下报价需在本公司确认后,方可有效2. Under separate cover, we have sent you samples of various sizes, our catalogueand price list.另函附寄各型号样本、商品目录和价格表.==================================Notes段意解说1.Acknowledge the enquiry identifying the reference确认来函和查询事宜.2.Tabulate the details of the offer for absolute clarity. Define the method of payment (letter of credit) precisely.把各项要点详列成表.清楚注明付款规定.3.List samples and other enclosures to be sent in a separate parcel.告知有关附件和样本将另函寄奉.4.Encourage a speedy reply敦促早日回复.==================================Alternative phrases替代用语Thank you for your enquiry of 2 October 1995. In reply, we would like to make the followings offer, subject to our final confirmation:(In reply to your enquiry of...)(The offer is conditional on our final confirmation.)Production: Steel screwsSpecifications: As per the attached listPacking: Loose in boxes of 5kg netQuantity: 100 boxesPrice: As per the attached listShipment: January/February 1996Payment: Confirmed, irrevocable letter of payable by draft on sight to be opened 30 days before the time of shipment.Under separate cover, we have sent you samples of various sizes, our catalogue and price list.If you find our offer acceptable, please telex or fax us for confirmation.(If our offer is acceptable...)=========================================Comments评注The offer is concise and clear. The method of payment, letter of credit, is thesecurest form of payment when dealing with export orders. Tabulating details of an offer provides a simple checklist for the customers to follow. The offer is conditional to allow for any unforeseen problems such as cost increases.报价简洁明确,项目详列成表.令收信人一目了然.需经发信人最后确认方为有效.可避免因其它因素而引致的成本上涨.以信用证付款是处理出口订货最可靠的方法.(5)Asking for a pro forma invoiceDear Sirs,One of our clients has asked us to obtain a pro forma invoice for the following product:Lion Brand Nail Clippers Model 21 chrome plated.Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client's confirmation.We will have to no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be opened in your favour.Yours faithfully,T S KhayamImport Manager===================================Asking for a pro forma invoice索取形式发标Dear Sirs,执事先生:One of our clients has asked us to obtain a pro forma invoice for the following product:本公司客户要求获得下列产品的形式发票Lion Brand Nail Clippers Model 21 chrome plated.狮牌21型镀铬指甲钳2500打Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client's confirmation.现请贵公司尽快寄送一式三份的形式发票给我们,以便取得该客户的确认.We will have to no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be opened in your favour.申请进口许可证并无困难.此事一经同意,本公司将立即开立以贵公司为收款人的信用证. Yours faithfully,T S KhayamImport Manager进口部经理===========================================Useful phrases实用短语1.One of our clients has asked us to obtain ...本公司客户要求获得…2. We will have to no problem in obtaining the import licence.申请进口许可证并无困难.3. As soon as this is approved, a letter of credit will be opened in your favour. 此事一经同意,本公司将立即开立以贵公司为收款人的信用证.=====================================Notes段意解说1.State the request and identify the product告知请求和有关的产品.2.Give details of the proposed order and the reasons for requesting the pro forma invoice详细暂拟订单细节和请求发出形式发票3.Add any other details and state the proposed method of payment附加其它资料和列明暂拟的付款方法.==================================Alternative phrasesOne of our clients has asked us to obtain a pro forma invoice for the following product:(One of our customers has asked us to get...)Lion Brand Nail Clippers Model 21 chrome plated.Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client's confirmation. (Please send three copies of your pro forma invoice ...)We will have to no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be opened in your favour.(We will not encounter any difficulty in...)===========================================Comments评注A pro forma invoice is not a request for payment. It is a simple way of showing a potential customer what an order is going to cost. It makes the vendor go throughthe actual process of costing the order. In this case the pro forma invoice is required for a third party. A dozen(12) is still a quantity often used by some traders. A gross(144) is also used, but less frequently.形式发票并非付款通知,而是卖主按正式程序报价,让潜在客户预算成本.这里述及的形式发票是为第三者索取的.'打'(12件)仍常用于商业贸易中,但'罗'(144件,即12打)刚较为少见.(6)Sending a pro forma invoiceDear Mr Khayam,In reply to: your request , dated 14 July 1999, we have much pleasure in sending you our pro forma invoice in triplicate.For your information , our offers usually remain open for about a week. Seeing that our nail clippers are selling very fast, we suggest that you act on the quotation without delay.We look forward to hearing from you.Yours sincerely,M T LuiExport Manager============================Sending a pro forma invoice寄送形式发票Dear Mr Khayam,哈亚姆先生,In reply to: your request , dated 14 July 1996, we have much pleasure in sending you our pro forma invoice in triplicate.现应1999年7月14日的要求, 谨寄上形式发票一式三份.For your information , our offers usually remain open for about a week. Seeing that our nail clippers are selling very fast, we suggest that you act on the quotation without delay.兹奉告本公司的报价一般有效期一周.另因本公司出品的指甲钳销路极佳,为免向隅,贵公司宜尽早回复.We look forward to hearing from you.烦请早日赐复Yours sincerely,M T LuiExport Manager出口部经理=========================================Useful phrases实用短语1. We have much pleasure in sending you...谨奉上…2. Our offers usually remain open for about a week本公司的报价一般有效期一周3. We suggest that you act on the quotation without delay.贵公司宜尽早回复====================================Notes段意解说1. Identify the request and state what action you are taking.确认来函并告知采取的措施2. Encourage the potential customer to act quickly.敦促收信人尽早回复==========================================Alternative phrases替代用语In reply to: your request , dated 14 July 1999, we have much pleasure in sending you our pro forma invoice in triplicate.(In answer to your request of...)(...we enclose our...)For your information , our offers usually remain open for about a week. Seeing that our nail clippers are selling very fast, we suggest that you act on the quotation without delay.(...our offers are normally firm for...)(Since the product is selling quickly, please respond as soon as possible)We look forward to hearing from you.================================================Comments 评注This is concise response to a request. At the same time it encourages and early reply. The language is rather formal with a few redundant. Set phrases are, however, used; see the phrases on the right for simpler alternative.本信先就来函作简复,并催促收信人早日回复.文字规范而简洁(7)Offering a substituteDear Mrs Stones,Thank you for your telex enquiry of 23 September concerning cotton print 634. We appreciate your efforts in marketing our products and consequently we regretvery much that we are unable to supply the desired goods due to excessive demand. We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.500 pieces cotton print 428 at Us﹩1.5 per metreCIF New York, including your commission of 2%A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.Your sincerely,J S ChowdrySales Manager=========================================Offering a substitute提供代用品报盘Dear Mrs Stones,斯通太太,Thank you for your telex enquiry of 23 September concerning cotton print 634. 贵公司9月23日询问有关634号印花棉布价格的电传已收到,多谢来函.We appreciate your efforts in marketing our products and consequently we regret very much that we are unable to supply the desired goods due to excessive demand. 本公司感谢你们热心推销我们的产品.但因有关产品需求殷切,未能满足公司要求,深感遗憾.We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.然而,本公司另有出产类似的织品.现报上虚盘如下:500 pieces cotton print 428 at Us﹩1.5 per metreCIF New York, including your commission of 2%482号印花棉布500件,每米1.5美元纽约到岸价,当中包括贵公司佣金2%A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.随函敬附样本供贵公司参考.若满意样本质量,请尽快电传复实.Your sincerely,J S ChowdrySales Manager销售部经理=========================================Useful phrases1. We regret very much that we are unable to supply the desired goods due to excessive demand.但因有关产品需求殷切,未能满足公司要求,深感遗憾.2. We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.然而,本公司另有出产类似的织品.3. A sample is enclosed for your reference随函敬附样本供贵公司参考============================================Notes段意解说1. Identify the reference and goods.确认来函,列明有关货品.2. State the reason why you can not accept the order解释未能满足收信人要求的原因3. Offer a substitute with details of the offer提供代用品及列明有关详情.4. Enclose anything required by the prospective purchaser to make a decision. Urge acceptance.附寄代用品样本,敦促回复.==================================Alternative phrasesThank you for your telex enquiry of 23 September concerning cotton print 634. (Many thanks for...)We appreciate your efforts in marketing our products and consequently we regret very much that we are unable to supply the desired goods due to excessive demand. (We are grateful for...)(...and, as a result, we are very sorry that...)(...the goods you required because of heavy demand)We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.500 pieces cotton print 428 at Us﹩1.5 per metreCIF New York, including your commission of 2%A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.(If the sample is...)================================================Comments评注The seller is unable to accept an order and state the reasons. In a case like this, it is a good idea to offer a substitute in an effort to win an order. It appears that the prospective buyer is an intermediary or agent who operates on commission which is included in the price of the goods.卖主未能接受来函要求,提供代用品争取订单是最好的主意.收信人就是收取佣金的代理商,佣金已计算在货价内.(8)Inability to supply goodsDear Sirs,We refer to your telex of 12 August and ours of today regarding the supply of black silk.As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.We assure you , however , that we shall contact you as soon as fresh supplies becomeavailable. Should your customers require other silks, please let us know. Yours faithfully,C C HoManager=========================================Inability to supply goods无法供货Dear Sirs,执事先生,We refer to your telex of 12 August and ours of today regarding the supply of black silk.贵公司8月12日的电传已收到,现就有关黑色丝绸供货问题电复.As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.自去年以来,上述货品的需求量极高.本公司暂未能承接定单,故无法按贵公司要求报价. We assure you , however , that we shall contact you as soon as fresh supplies become available. Should your customers require other silks, please let us know.他日一旦有新货源,本公司定当立即与贵公司联络,若贵客户需要其它丝绸货品,亦请告知. Yours faithfully,C C HoManager=============================Useful phrases实用短语1. Demand for...has been heavy since...上述货品的需求量极高2. We are fully committed at the moment本公司暂未能承接定单…3. We shall contact you as soon as fresh supplies become available他日一旦有新货源,本公司定当立即与贵公司联络4. Should your customers require other...please let us know若贵客户需要其它丝绸货品,亦请告知.=====================================Notes 段意解说1. Identify the reference and the goods确认来函2. Explain why you can not supply the goods解释未能供货的原因3. Say that you will keep the enquiry before you until such time as the goods become available, and that you will contact the client at that time. Remind the client that other goods are available.说明如有新货源将立即供给对方,并询问是否需要其它种类的丝绸.===========================================Alternative phrasesWe refer to your telex of 12 August and ours of today regarding the supply of black silk.(With reference to...)As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.(You may know that ...)(As a result, we are...)(...we can not make you an offer...)We assure you , however , that we shall contact you as soon as fresh supplies become available. Should your customers require other silks, please let us know. (You can be sure that...)(If your custo9mers...)(...please contact us.)============================================Comments评注This letter briefly explain why goods are not available, keeps the enquiry open, and tries to sell other goods which are available.本函简要解释未能供货的原因,承诺一俟有新货源,必实时供给收信人,发信人亦试图促销其它产品.(9)Declining an orderDear Sirs,Thank you for your order no. 488 for tin plate sheets which we received today. We regret that, owing to a shortage of stocks we are unable to fill your order. Moreover, our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain availability of raw materials. We will, however,。

范文最新推荐27种外贸书信大全（二）4. 拒绝对方担任独家代理thank you for your letter of 1 september suggesti ng that wegrant you a sole age ncy for our household linen s. i regret to say that, at this stage ,such an arrangement would berather premature. we would, however, be willing to engage in a trial collaboration with you companyto see howthe arrangement works. it would be necessary for you to test the market for our productsat you end. you would also have to build up a muchlarger turnover tojustify a sole agency. we enclose price lists covering all the products you are interested in and look forward to heari ng from you soon.9月1日有关建议担任家用亚麻制品独家代理的来信收悉。

谨致衷心谢意。

目前时机尚未成熟，不能应允该安排深感抱歉。

然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。

为证明担任独家代理的能力，贵公司宜上述货品作市场调查，研究是否可扩大现有之营业额。

奉上该货品之报价单，敬希查照。

专此候复。

此致敬礼5. 同意对方担任独家代理thank you for your letter of 12 april proposing a sole agencyfor our office machines. we have examined our long and ,i must1 / 13say ‘mutually beneficial collaboration. we would be very pleased to en trust you with the sole age ncy for bahra in. from our records, we are pleased to note that you have two service engin eers who took trai ning courses at our mila n factory .the sole age ncy will n aturally be contingent on you mai ntaining qualified aftersales staff. we have draw n up a draft agreeme ntthat is enclosed. please examine the detailed terms and conditions and let us know whether they meet with your approval. on a pers onal no te, i must say that i am delighted that we are probably going to stre ngthe n our relatio nship. i have very pleasant memories of my last visit to bahrain when youentertained meso delightfully .i look forward to reciprocating on your next visit to mila n . my very best wishes to you and your wife.4月12日建议担任为公室器具之独家代理来信已经收悉。

1.请求建立商业关系Rogers Chemical Supply Co. 10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply.Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。

多年来，本公司经营鞋类进口生意，现欲扩展业务范围。

盼能惠赐商品目录和报价表。

如价格公道，本公司必大额订购。

烦请早日赐复。

此致2.回复对方建立商业关系的请求Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your company. In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order, please telex or fax us. 本月16日收到有关商务关系的来函，不胜欣喜。

1)A first enquiryDear Sirs,We have learned from Smith and Company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers.We operate a quality retail business and although our sales volume is not large , we obtain high prices for our goods.Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.Yours faithfully,Sandra JonesManager====================================A first enquiry第一次询价Dear Sirs,执事先生:We have learned from Smith and Company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers.从伯明翰.史密斯公司!获悉贵公司制作了一系列款式新颖的皮革手提包.We operate a quality retail business and although our sales volume is not large , we obtain high prices for our goods.本公司经营高档零售业务,虽然销量不多,但货品属优质高档.Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?现恳请惠寄货品目录、价格表和付款方式细则.We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.此外,如蒙提供各类皮革样本,不胜感激.Yours faithfully,Sandra JonesManager==========================================Useful phraseshave learned from ... that you从…获悉贵公司…operate a quality retail business本公司经营高档零售业务you please send me a copy of your handbag catalogue现恳请惠寄货品目录…would find it most helpful if you could also supply samples of如蒙提供各类…样本,不胜感激=======================================Notes段意解说how you obtained the company's address and indicate what you are interested in. 各知如何取得收信人地址及发信原因．yourself and describe your field of activity.自我介绍有关经营的业务范围your main request.提出请求second request is going to cost the company more. Make it tactfully.第二个请求花费较大，需要得体地提出．=====================================Alternative phrases替代用语We have learned from Smith and Company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers.(I have been told by/I have heard from...)(...handbags in several different leathers...)We operate a quality retail business and although our sales volume is not large , we obtain high prices for our goods.Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.(It would be very helpful if...)(...from which you make the handbags.)============================================Comments 评注The enquiry is brief and to the point, telling the reader exactly what the enquiry is about. It requests the usual free literature and politely asks for an additional item: samples.这封信简明扼要，让收信人确切清楚查询内容．先要求索取赠阅目录，再礼貌地要求提供样本(2) Reply to a first enquiryDear Ms Jones,Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in our products.We are sending you a copy of our latest catalogue under separate cover, togetherwith samples of some of the skins we regularly use in the manufacture of our products.I regret to say that we can not send you the full range of samples. You can be assured , however, that such skins as crocodile and ostrich, not include in the watch, are of the same high quality.Mrs Angela Wane, our European Sales Manager, will be in the UK next month and will be pleased to call on you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship will appeal to the most discriminating buyer.We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrated in our catalogue and are of the same high quality as our handbags. Mrs Wane will be able to show you examples when she calls.We look forward to receiving an order from you.Yours sincerely,Damien CarrMarketing Vice-President===========================================Reply to a first enquiry答复第一次询价Dear Ms Jones,琼斯女士:Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in our products.7月16日来函询价忆收到.得悉贵公司对我们的产品有兴趣,实感荣幸.We are sending you a copy of our latest catalogue under separate cover, together with samples of some of the skins we regularly use in the manufacture of our products. 兹奉上我们最新的产品目绿和常用的皮革样本,谨供参考.I regret to say that we can not send you the full range of samples. You can be assured , however, that such skins as crocodile and ostrich, not include in the watch, are of the same high quality.很抱歉未能寄上全套样本,但其它诸如鳄鱼皮、驼鸟皮等皮革都是同样优质上乘的.Mrs Angela Wane, our European Sales Manager, will be in the UK next month and will be pleased to call on you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship will appeal to the most discriminating buyer.本公司欧洲营业经理安杰拉.韦恩太太将于下月携同各类产品前赴英国,.届时您若能抽空与她面谈和看看我们的产品,相信也会同意我们的产品质料上乘、手工精巧,能吸引最有鉴赏力的买主.We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrated in our catalogue and are of the same high quality as our handbags. Mrs Wane will be able to show you examples when she calls. 除了手提包外,本公司亦制造多种系列精美的皮带和手套,贵公司如感兴趣,可参看产品目录中所刊登的插图.韦恩太太拜访时将向您展示样本.We look forward to receiving an order from you.期待接到您的订单.Yours sincerely,Damien CarrMarketing Vice-President销售部副总经理=============================================Useful phrases1. We are pleased to hear that you are interested in our products.得悉贵公司对我们的产品有兴趣,实感荣幸.2. I regret to say that we can not send you the full range of samples.很抱歉未能寄上全套样本…3. She will have with her a wide range of our products.携同各类产品…4. We think that you will agree that only the best quality materials are used …相信也会同意我们的产品质料上乘、手工精巧…5. The high standard of workmanship will appeal to the most discriminating buyer. …能吸引最有鉴赏力的买主.======================================Notes段意解说the reference clear and respond.确认来函,作出响应.what acting you are taking详述现正采取的措施why you have not been able to meet the request in full解释未能满足收信人所有要求details of any follow-up action告知其它后续措施the customer's interest, hoping to sell additional products.吸引收信人对其他产品的兴趣,尽量推销======================================Alternative phrases替代用语Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in our products.(I refer to your...)(I am glad to...)We are sending you a copy of our latest catalogue under separate cover, togetherwith samples of some of the skins we regularly use in the manufacture of our products.I regret to say that we can not send you the full range of samples. You can be assured , however, that such skins as crocodile and ostrich, not include in the watch, are of the same high quality.(I am sorry to...)(I can assure you, however,...)Mrs Angela Wane, our European Sales Manager, will be in the UK next month and will be pleased to call on you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship will appeal to the most discriminating buyer.(...that we use the best quality materials...)(...the most discerning...)We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrated in our catalogue and are of the same high quality as our handbags. Mrs Wane will be able to show you examples when she calls.We look forward to receiving an order from you.===========================================Comments评注This is a concise, yet full, response to the enquiry. It demonstrates the efficiency and dynamism of the company's approach. The visit of a sales representative will almost certainly lead to a sale.本信精要详尽,同时显示发信人公司处理效率和冲劲.派营业代表到访将可建双方的合作关系.(3)An enquiry for steel screwsDear Sirs,We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England.It would also be appreciated if you could forward samples and your price list to us.We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.We look forward to hearing from you by return.Yours faithfully,Nigel BrownPurchasing Manager=========================================An enquiry for steel screws钢螺钉询价Dear Sirs,营业部主管,We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. 本公司有意大量购买各型号钢螺钉,欲知每公斤送抵英国利物浦的成本加运费价格.如蒙惠赐上述报价单,不胜感激.It would also be appreciated if you could forward samples and your price list to us.如能惠寄样本和价格表,亦必感谢不尽.We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.本公司素来向其它公司购买此类货品,闻悉贵公司货品质优价廉,故欲与贵公司建立合作关系.We look forward to hearing from you by return.专此候复.Yours faithfully,Nigel BrownPurchasing Manager采购部经理======================================Useful phrases实用短语would be obliged if you would give us a quotation per...如蒙惠赐上述报价单,不胜感激.would also be appreciated if you could forward samples and your price list to us. 如能惠寄样本和价格表,亦必感谢不尽.3. We have confidence in the quality of your products.…闻悉贵公司货品质优价廉…==============================Notes段意解说the enquiry clearly, giving details.详细告知询价项目和细则any additional requests说明其它请求why you are approaching this particular company解释选择与收信人公司接洽的原因.for a quick response要求尽早回复.====================================Alternative phrases替代用语We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. (We would like to purchase...)(We would be grateful if...)It would also be appreciated if you could forward samples and your price list to us.(We would appreciate it...)We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.(We previously purchased...)(...we are given to understand...)(...more competitive prices...)We look forward to hearing from you by return.=======================================Comments 评注The enquiry is clearly stated with all relevant details at this stage. It makes it clear that the prospective purchaser wishes to buy quite large quantities but wants top quality products at very competitive prices.有关询价项目和细则均清楚列明.此外,发信人亦表示只要货品质优价廉,便会大批购买. (4)Reply to an enquiry for steel screwsDear Mr Brown,Thank you for your enquiry of 2 October 1995. In reply, we would like to make the followings offer, subject to our final confirmation:Production: Steel screwsSpecifications: As per the attached listPacking: Loose in boxes of 5kg netQuantity: 100 boxesPrice: As per the attached listShipment: January/February 1996Payment: Confirmed, irrevocable letter of payable by draft on sight to be opened 30 days before the time of shipment.Under separate cover, we have sent you samples of various sizes, our catalogue and price list.If you find our offer acceptable, please telex or fax us for confirmation.Yours sincerely,K T ChangSales Manager================================Reply to an enquiry for steel screws答复钢螺钉询价Dear Mr Brown,布朗先生,Thank you for your enquiry of 2 October 1998. In reply, we would like to make the followings offer, subject to our final confirmation:贵公司1998年10月2日询价函收悉.如下报价需在本公司确认后,方可有效: Production: Steel screws产品:钢螺钉Specifications: As per the attached list规格:依照附表Packing: Loose in boxes of 5kg net包装:凈重5公斤散装箱Quantity: 100 boxes数量:100箱Price: As per the attached list价格:依照附表Shipment: January/February 1999装运:1999年1月至2月Payment: Confirmed, irrevocable letter of payable by draft on sight to be opened 30 days before the time of shipment.付款:保况不可撤销即期信用证,需于装运前230天开立Under separate cover, we have sent you samples of various sizes, our catalogue and price list.另函附寄各型号样本、商品目录和价格表.If you find our offer acceptable, please telex or fax us for confirmation.如题公司接受上述报价,请尽早落实定单为盼.Yours sincerely,K T ChangSales Manager销售部经理================================Useful phraseswould like to make the followings offer, subject to our final confirmation如下报价需在本公司确认后,方可有效2. Under separate cover, we have sent you samples of various sizes, our catalogue and price list.另函附寄各型号样本、商品目录和价格表.==================================Notes段意解说the enquiry identifying the reference确认来函和查询事宜.the details of the offer for absolute clarity. Define the method of payment (letter of credit) precisely.把各项要点详列成表.清楚注明付款规定.samples and other enclosures to be sent in a separate parcel.告知有关附件和样本将另函寄奉.a speedy reply敦促早日回复.==================================Alternative phrases替代用语Thank you for your enquiry of 2 October 1995. In reply, we would like to make the followings offer, subject to our final confirmation:(In reply to your enquiry of...)(The offer is conditional on our final confirmation.)Production: Steel screwsSpecifications: As per the attached listPacking: Loose in boxes of 5kg netQuantity: 100 boxesPrice: As per the attached listShipment: January/February 1996Payment: Confirmed, irrevocable letter of payable by draft on sight to be opened 30 days before the time of shipment.Under separate cover, we have sent you samples of various sizes, our catalogue and price list.If you find our offer acceptable, please telex or fax us for confirmation.(If our offer is acceptable...)=========================================Comments评注The offer is concise and clear. The method of payment, letter of credit, is the securest form of payment when dealing with export orders. Tabulating details of an offer provides a simple checklist for the customers to follow. The offer is conditional to allow for any unforeseen problems such as cost increases.报价简洁明确,项目详列成表.令收信人一目了然.需经发信人最后确认方为有效.可避免因其它因素而引致的成本上涨.以信用证付款是处理出口订货最可靠的方法.(5)Asking for a pro forma invoiceDear Sirs,One of our clients has asked us to obtain a pro forma invoice for the following product:Lion Brand Nail Clippers Model 21 chrome plated.Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client's confirmation.We will have to no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be opened in your favour.Yours faithfully,T S KhayamImport Manager===================================Asking for a pro forma invoice索取形式发标Dear Sirs,执事先生:One of our clients has asked us to obtain a pro forma invoice for the following product:本公司客户要求获得下列产品的形式发票Lion Brand Nail Clippers Model 21 chrome plated.狮牌21型镀铬指甲钳2500打Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client's confirmation.现请贵公司尽快寄送一式三份的形式发票给我们,以便取得该客户的确认.We will have to no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be opened in your favour.申请进口许可证并无困难.此事一经同意,本公司将立即开立以贵公司为收款人的信用证. Yours faithfully,T S KhayamImport Manager进口部经理===========================================Useful phrases实用短语of our clients has asked us to obtain ...本公司客户要求获得…2. We will have to no problem in obtaining the import licence.申请进口许可证并无困难.3. As soon as this is approved, a letter of credit will be opened in your favour. 此事一经同意,本公司将立即开立以贵公司为收款人的信用证.=====================================Notes段意解说the request and identify the product告知请求和有关的产品.details of the proposed order and the reasons for requesting the pro forma invoice 详细暂拟订单细节和请求发出形式发票any other details and state the proposed method of payment附加其它资料和列明暂拟的付款方法.==================================Alternative phrasesOne of our clients has asked us to obtain a pro forma invoice for the following product:(One of our customers has asked us to get...)Lion Brand Nail Clippers Model 21 chrome plated.Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client's confirmation. (Please send three copies of your pro forma invoice ...)We will have to no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be opened in your favour.(We will not encounter any difficulty in...)===========================================Comments评注A pro forma invoice is not a request for payment. It is a simple way of showing a potential customer what an order is going to cost. It makes the vendor go through the actual process of costing the order. In this case the pro forma invoice is required for a third party. A dozen(12) is still a quantity often used by some traders.A gross(144) is also used, but less frequently.形式发票并非付款通知,而是卖主按正式程序报价,让潜在客户预算成本.这里述及的形式发票是为第三者索取的.'打'(12件)仍常用于商业贸易中,但'罗'(144件,即12打)刚较为少见.(6)Sending a pro forma invoiceDear Mr Khayam,In reply to: your request , dated 14 July 1999, we have much pleasure in sending you our pro forma invoice in triplicate.For your information , our offers usually remain open for about a week. Seeing that our nail clippers are selling very fast, we suggest that you act on the quotation without delay.We look forward to hearing from you.Yours sincerely,M T LuiExport Manager============================Sending a pro forma invoice寄送形式发票Dear Mr Khayam,哈亚姆先生,In reply to: your request , dated 14 July 1996, we have much pleasure in sending you our pro forma invoice in triplicate.现应1999年7月14日的要求, 谨寄上形式发票一式三份.For your information , our offers usually remain open for about a week. Seeing that our nail clippers are selling very fast, we suggest that you act on the quotation without delay.兹奉告本公司的报价一般有效期一周.另因本公司出品的指甲钳销路极佳,为免向隅,贵公司宜尽早回复.We look forward to hearing from you.烦请早日赐复Yours sincerely,M T LuiExport Manager出口部经理=========================================Useful phrases实用短语1. We have much pleasure in sending you...谨奉上…2. Our offers usually remain open for about a week本公司的报价一般有效期一周3. We suggest that you act on the quotation without delay.贵公司宜尽早回复====================================Notes段意解说1. Identify the request and state what action you are taking.确认来函并告知采取的措施2. Encourage the potential customer to act quickly.敦促收信人尽早回复==========================================Alternative phrases替代用语In reply to: your request , dated 14 July 1999, we have much pleasure in sending you our pro forma invoice in triplicate.(In answer to your request of...)(...we enclose our...)For your information , our offers usually remain open for about a week. Seeing that our nail clippers are selling very fast, we suggest that you act on the quotation without delay.(...our offers are normally firm for...)(Since the product is selling quickly, please respond as soon as possible)We look forward to hearing from you.================================================Comments 评注This is concise response to a request. At the same time it encourages and early reply. The language is rather formal with a few redundant. Set phrases are, however, used;see the phrases on the right for simpler alternative.本信先就来函作简复,并催促收信人早日回复.文字规范而简洁(7)Offering a substituteDear Mrs Stones,Thank you for your telex enquiry of 23 September concerning cotton print 634.We appreciate your efforts in marketing our products and consequently we regret very much that we are unable to supply the desired goods due to excessive demand.We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.500 pieces cotton print 428 at Us﹩ per metreCIF New York, including your commission of 2%A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.Your sincerely,J S ChowdrySales Manager=========================================Offering a substitute提供代用品报盘Dear Mrs Stones,斯通太太,Thank you for your telex enquiry of 23 September concerning cotton print 634. 贵公司9月23日询问有关634号印花棉布价格的电传已收到,多谢来函.We appreciate your efforts in marketing our products and consequently we regret very much that we are unable to supply the desired goods due to excessive demand.本公司感谢你们热心推销我们的产品.但因有关产品需求殷切,未能满足公司要求,深感遗憾.We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.然而,本公司另有出产类似的织品.现报上虚盘如下:500 pieces cotton print 428 at Us﹩ per metreCIF New York, including your commission of 2%482号印花棉布500件,每米美元纽约到岸价,当中包括贵公司佣金2%A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.随函敬附样本供贵公司参考.若满意样本质量,请尽快电传复实.Your sincerely,J S ChowdrySales Manager销售部经理=========================================Useful phrases1. We regret very much that we are unable to supply the desired goods due to excessive demand.但因有关产品需求殷切,未能满足公司要求,深感遗憾.2. We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.然而,本公司另有出产类似的织品.3. A sample is enclosed for your reference随函敬附样本供贵公司参考============================================Notes段意解说1. Identify the reference and goods.确认来函,列明有关货品.2. State the reason why you can not accept the order解释未能满足收信人要求的原因3. Offer a substitute with details of the offer提供代用品及列明有关详情.4. Enclose anything required by the prospective purchaser to make a decision. Urge acceptance.附寄代用品样本,敦促回复.==================================Alternative phrasesThank you for your telex enquiry of 23 September concerning cotton print 634. (Many thanks for...)We appreciate your efforts in marketing our products and consequently we regret very much that we are unable to supply the desired goods due to excessive demand. (We are grateful for...)(...and, as a result, we are very sorry that...)(...the goods you required because of heavy demand)We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.500 pieces cotton print 428 at Us﹩ per metreCIF New York, including your commission of 2%A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.(If the sample is...)================================================Comments评注The seller is unable to accept an order and state the reasons. In a case like this, it is a good idea to offer a substitute in an effort to win an order. It appears that the prospective buyer is an intermediary or agent who operates on commission which is included in the price of the goods.卖主未能接受来函要求,提供代用品争取订单是最好的主意.收信人就是收取佣金的代理商,佣金已计算在货价内.(8)Inability to supply goodsDear Sirs,We refer to your telex of 12 August and ours of today regarding the supply of black silk.As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.We assure you , however , that we shall contact you as soon as fresh supplies become available. Should your customers require other silks, please let us know.Yours faithfully,C C HoManager=========================================Inability to supply goods无法供货Dear Sirs,执事先生,We refer to your telex of 12 August and ours of today regarding the supply of black silk.贵公司8月12日的电传已收到,现就有关黑色丝绸供货问题电复.As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.自去年以来,上述货品的需求量极高.本公司暂未能承接定单,故无法按贵公司要求报价. We assure you , however , that we shall contact you as soon as fresh supplies become available. Should your customers require other silks, please let us know.他日一旦有新货源,本公司定当立即与贵公司联络,若贵客户需要其它丝绸货品,亦请告知. Yours faithfully,C C HoManager=============================Useful phrases实用短语1. Demand for...has been heavy since...上述货品的需求量极高2. We are fully committed at the moment本公司暂未能承接定单…3. We shall contact you as soon as fresh supplies become available他日一旦有新货源,本公司定当立即与贵公司联络4. Should your customers require other...please let us know若贵客户需要其它丝绸货品,亦请告知.=====================================Notes 段意解说1. Identify the reference and the goods确认来函2. Explain why you can not supply the goods解释未能供货的原因3. Say that you will keep the enquiry before you until such time as the goods become available, and that you will contact the client at that time. Remind the client that other goods are available.说明如有新货源将立即供给对方,并询问是否需要其它种类的丝绸.===========================================Alternative phrasesWe refer to your telex of 12 August and ours of today regarding the supply of black silk.(With reference to...)As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.(You may know that ...)(As a result, we are...)(...we can not make you an offer...)We assure you , however , that we shall contact you as soon as fresh supplies become available. Should your customers require other silks, please let us know. (You can be sure that...)(If your custo9mers...)(...please contact us.)============================================Comments评注This letter briefly explain why goods are not available, keeps the enquiry open, and tries to sell other goods which are available.本函简要解释未能供货的原因,承诺一俟有新货源,必实时供给收信人,发信人亦试图促销其它产品.(9)Declining an orderDear Sirs,Thank you for your order no. 488 for tin plate sheets which we received today.We regret that, owing to a shortage of stocks we are unable to fill your order.Moreover, our manufacturers can not undertake to entertain your order for futuredelivery owing to the uncertain availability of raw materials. We will, however, contact you by telex once supply improves.In the meantime, please feel free to send us your specific enquires for other types of metal sheets. You can be assure of our best attention at all times.Yours faithfully,Margaret BrownExport Manager====================================Declining an order拒绝接受订货Dear Sirs,执事先生,Thank you for your order no. 488 for tin plate sheets which we received today. 今天收到贵公司4 5 8 号镀锡薄板的定单.We regret that, owing to a shortage of stocks we are unable to fill your order. 因为存货短缺,未能供应贵公司所需货品,特此致歉.Moreover, our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain availability of raw materials. We will, however, contact you by telex once supply improves.此外,制造商尚未确定原料供应是否充足,所以不能接受其它定单.一旦供应情况改善,我们将电传通知贵公司.In the meantime, please feel free to send us your specific enquires for other types of metal sheets. You can be assure of our best attention at all times.若贵公司需要其它金属薄板型号的资料,我们乐意随时效劳.Yours faithfully,Margaret BrownExport Manager出口部经理==================================Useful phrases1. We regret that, owing to a shortage of stocks we are unable to fill your order. 因为存货短缺,未能供应贵公司所需货品,特此致歉.2. Our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain availability of raw materials. We will, however, contact you by telex once supply improves.制造商尚未确定原料供应是否充足,所以不能接受其它定单.3. You can be assure of our best attention at all times.我们乐意随时效劳.===============================Notes段意解说1. Identify the reference确认有关事项。

27种外贸业务的英文书信（开发信）范文1.请求建立商业关系Rogers Chemical Supply Co.10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply.Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。

多年来，本公司经营鞋类进口生意，现欲扩展业务范围。

盼能惠赐商品目录和报价表。

如价格公道，本公司必大额订购。

烦请早日赐复。

此致2.回复对方建立商业关系的请求Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your company. In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order, please telex or fax us. 本月16日收到有关商务关系的来函，不胜欣喜。

国际贸易英语函电全套范文抱歉，我们无法提供完整的国际贸易英语函电全套范文。

函电内容会根据具体情况、需求和商业目的而有所差异。

以下是一些常见的国际贸易英语函电范文，供参考：1. 询盘信（Inquiry Letter）：Dear Sir/Madam,We are writing to inquire about your products and your company. We are interested in importing [specific product] and would like to know more details such as price, minimum order quantity, packaging, and delivery terms.Could you please send us a catalog or brochure along with a price list? We would also appreciate any additional information about your company and its production capabilities.Thank you for your attention to this matter. We look forward to your prompt response.Yours faithfully,[Your Name][Your Company Name][Your Contact Information]2. 报价信（Quotation Letter）：Dear [Customer's Name],Thank you for your inquiry about our [specific product]. We are pleased to provide you with the following quotation:- Product: [description]- Quantity: [number of units]- Price: [unit price]- Packaging: [details]- Delivery: [estimated time]Please note that the prices quoted are FOB (Free on Board) and do not include any additional charges such as customs duties, taxes, or shipping fees.We hope that our offer meets your requirements. If you have any further questions or need additional information, please do not hesitate to contact us.We look forward to the opportunity to do business with you. Yours sincerely,[Your Name][Your Company Name][Your Contact Information]3. 订单确认信（Order Confirmation Letter）：Dear [Customer's Name],Thank you for your recent order for [product] with [order quantity]. We are pleased to confirm that your order has been received andwill be processed promptly.Please find attached the proforma invoice with details of your order, including the total cost and payment instructions. Please review the information carefully and let us know if any changes or corrections are required.Upon receiving your payment, we will start processing your order and provide you with a delivery date. Please note that the delivery time may vary depending on factors such as production lead time and shipping arrangements.If you have any further questions or concerns, please feel free to contact us. Thank you for choosing our products.Best regards,[Your Name][Your Company Name][Your Contact Information]注意：以上只是范例，具体函电的语言和格式可以根据需要进行调整和个性化定制。

外贸邮件范文介绍信Letters of Introduction两则：1. Dear Mr/Ms,This is to introduce Mr Frank Jones ,our new marketing specialist who will be in London from April 5 to mid April on business.We shall appreciate any help you can give Mr Jones andwill always be happy to reciprocate.Yours faithfully尊敬的先生/小姐，现向您推荐我们的市场专家弗兰克·琼斯先生。

他将因公务在四月15日到四月中旬期间停留伦敦。

我们将非常感谢您向琼斯先生提供的任何帮助，并非常高兴施以回报。

您诚挚的2. Dear Mr/Ms,We are pleased to introduce Mr Wang You, our import manager of Textiles Department. Mr Wang is spending three weeks in your city to develop our business with chief manufactures and to make purchases of decorative fabrics for the coming season.We shall be most grateful if you will introduce him to reliable manufacturers and give him any help or advice he may need.Your faithfully尊敬的先生/小姐，我们非常高兴向您介绍我们纺织部的进口经理王有先生。

王先生将在你市度过三周，他要与主要的生产厂家拓展商务并为下一季度采购装饰织品。